Keller Center Research Report

June 2010 (Vol. 3, Iss. 2)

Necessary Condition #1 - The Right Attitude

Charles Fifield, Senior Lecturer and Baylor Sales CoachHighly effective personal selling begins and ends with the salesperson's or agent's right attitude. Football Hall of Fame coach, Vince Lombardi, is quoted as saying, "Winning...Keywords:Management, Marketing and Sales(READ THIS ARTICLE)

INSIDER: Selling to Zebras

Heather McLeod, MBA CandidateHow successful are you at closing sales? In their book, Selling to Zebras, Jeff Koser and Chad Koser use an analogy of a hunt in the African savannah as the key to selling...Keywords:Insider, Marketing and Sales(READ THIS ARTICLE)

Overcoming the Stigma of Commission-Based Sales

Vinita Sangtani, PhD and John Andy Wood, PhDRecent polls suggest that the public continues to hold a dim view of the sales profession and to rate commissioned salespeople as dishonest and unethical (Gallup 2006)...Keywords:Customer Relations, Marketing and Sales(READ THIS ARTICLE)

INSIDER: In an Age of Authenticity, Does Insincere Flattery Fit?

Donald Jackson, MBA CandidateDoes insincere flattery actually work? How can understanding the psychology behind flattery allow an agent to maximize his/her ability to attract more clients and close...Keywords:Insider, Marketing and Sales(READ THIS ARTICLE)

Personal "Touch" Portfolio (PTP): Connecting with the Right Clients

Andrea L. Dixon, PhDWhat causes most sales professionals sleep loss? "Satisfying my current clients" is frequently close to the top of the list. Yet, while many sales agents focus on current...Keywords:Lead Generation, Marketing and Sales(READ THIS ARTICLE)

Retaining Your Client Requires More Than Satisfaction

Lin Guo, Jing Jian Xiao, and Chuanyi TangExtensive research has been undertaken to define the relationship between client satisfaction and client retention. Despite the widespread findings that client satisfaction...Keywords:Customer Relations, Marketing and Sales(READ THIS ARTICLE)